What is distributive bargaining and integrative bargaining?

Asked By: Nombre Lagares | Last Updated: 15th May, 2020
Category: personal finance government support and welfare
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Distributive bargaining is often filled with conflict, because both parties maintain an intractable position in their attempt to lose less than the other side. Integrative bargaining is typically less fraught with tension, as both sides enter the negotiation with the willingness to compromise to achieve a consensus.

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Keeping this in view, what is the difference between distributive bargaining and integrative bargaining?

In distributive negotiation every negotiator focuses on meeting his personal interests, regardless of the loss the others may have to face. In contrast, integrative negotiation focuses on mutual interests of all the parties and thus, comes up with constructive solutions that will be beneficial for all.

Similarly, what is integrative collective bargaining? Integrative bargaining (also called "interest-based bargaining," "win-win bargaining") is a negotiation strategy in which parties collaborate to find a "win-win" solution to their dispute. This strategy focuses on developing mutually beneficial agreements based on the interests of the disputants.

One may also ask, what is a distributive bargaining?

Definition: Distributive bargaining is a competitive bargaining strategy in which one party gains only if the other party loses something. It is used as a negotiation strategy to distribute fixed resources such as money, resources, assets, etc. between both the parties.

Why is integrative bargaining preferable to distributive bargaining?

In general, integrative negotiation is preferable to distributive, because integrative builds long-term relationships and facilitates working together in the future. It allows each negotiator to leave the bargaining table feeling they have achieved a victory.

38 Related Question Answers Found

What are the five steps in the negotiation process?

There are five steps to the negotiation process:
  • Preparation and planning.
  • Definition of ground rules.
  • Clarification and justification.
  • Bargaining and problem solving.
  • Closure and implementation.

What are the four major steps in the integrative negotiation process?

There are four major steps in the integrative negotiation process, and these are:
  • Identify and define the problem.
  • Understand the problem and bring interests and needs to the surface.
  • Generate alternative solutions to the problem.
  • Evaluate those alternatives and select among them.

What are some negotiation strategies?

Six Successful Strategies for Negotiation
  • The negotiating process is continual, not an individual event.
  • Think positive.
  • Prepare.
  • Think about the best & worst outcome before the negotiations begin.
  • Be articulate & build value.
  • Give & Take.

What does Batna mean?

Best Alternative To a Negotiated Agreement

What is bargaining strategy?


Bargaining is a process of reaching a mutually acceptable solution among all parties to the conflict at the end of the negotiation process. Bargaining strategies help to resolve the conflict through proper communication and understanding of the situation. 2 types of bargaining strategies are; Integrative Bargaining.

What are the two types of negotiation?

Negotiation theorists generally agree that there are two primary forms of negotiation:
  • Distributive Negotiation: this is also referred to as positional or hard-bargaining negotiating.
  • Integrative Negotiation: this is the softer side of the two forms of negotiation, often referred to as win-win.

What are distributive issues?

Distributive. Distributive issues are also known as fixed-pie issues, because they're like a pie whose size is fixed (it can't be made bigger or smaller) that two or more people have to split. These are the ones where there really is one thing that both parties want, and that thing has to be divided.

What are the types of collective bargaining?

Means of Collective Bargaining:
Generally, there are four important methods of collective bargaining, namely, negotiation, mediation, conciliation and arbitration for the settlement of trade disputes.

What is an example of bargaining?

The definition of a bargain is an understanding between two people on the cost of goods or services. If someone agrees to sell a product at 10 percent off as long as the other person orders at least 12, that is an example of a bargain. A purchase made at a sale is an example of a bargain.

What is another name for distributive bargaining?


Distributive bargaining, also called "claiming value," "zero-sum," or "win-lose" bargaining, is a competitive negotiation strategy that is used to decide how to distribute a fixed resource, such as money.

What are distributive tactics?

Distributive tactics are any tactics used to claim value in a negotiation at the expense of the other party. It generally involves using some form or power, leverage, or persuasion to coerce the other party into changing their objectives, expectations, or position in the negotiation.

What is a competitive negotiation style?

A competitive negotiation style follows the model of “I win, you lose.” Competitive negotiators tend to do whatever it takes to reach their desired agreement – even when it comes at the expense of another person or entity. They are results-oriented and focused on achieving short-term goals quickly.

What are the three reasons negotiations occur?

The three reasons that negotiations occur is 1. to agree on how to share or divide a limited resource, such as land, money, or time; 2. to create something new that neither party could do on his or her own; and 3. to resolve a problem or dispute between the parties.

What is a win/win negotiation?

Win-Win Negotiations. Win-win negotiations are those negotiations in which each party walks away from the bargaining table having achieved its goals within the confines of an integrative, or value-creating, bargaining process rather than through a haggling, or distributive, bargaining process.

What defines the bargaining zone in distributive bargaining?


Your Bargaining Zone is the range or area in which an agreement is satisfactory to both negotiating parties. The discipline of trying to figure out other negotiators' walk-aways before and during negotiations is one of the best practices that separates good from great negotiators.

What is bad faith negotiation?

Bad faith is a concept in negotiation theory whereby parties pretend to reason to reach settlement, but have no intention to do so, for example, one political party may pretend to negotiate, with no intention to compromise, for political effect.

What are the various characteristics of integrative bargaining?

An integrative negotiation is unique in that it involves more complex interest and, thus, requires a more complex strategy. The following are characteristics of orientations of a negotiator that tend to improve their proficiency in integrative negotiations. Common, Shared, & Joint Objectives or Goals.